Strategic Partner Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop, enhance, and optimize Motive’s partner ecosystem.

• Identify, negotiate, and onboard valuable strategic partners.

• Broaden market presence and create indirect revenue opportunities.

• Create collaborative go-to-market strategies that foster pipeline generation and mutual market entry.

• Act as the primary contact for strategic partnerships on a daily basis.

• Recognize decision-makers and key influencers within partner organizations.

• Build and maintain relationships with partner leadership, product, and go-to-market teams.

• Supply partners with training materials, resources, and necessary tools.

• Empower partner teams to effectively position and refer Motive solutions.

• Train the direct sales team on utilizing partners for expedited deal closures.

• Establish co-sell and referral frameworks in collaboration with partner and Motive sales teams.

• Manage the complete referral and deal management processes.

• Collaborate with Legal, Marketing, Product, and Finance on joint offerings and new solutions.

• Lead quarterly business reviews with key strategic partners.

• Create internal and external reporting structures along with mutual accountability.

• Track partner KPIs, deal registrations, and revenue attribution, reporting findings to leadership.

⛳️ Requirements

• 8–10 years of experience in Business Development, Strategic Partnerships, or Alliance Management.

• Proven success operating at a senior level (Senior Manager equivalent).

• A proactive hunter mentality with the ability to shape requirements and spot opportunities.

• Capability to drive alignment across intricate partner organizations and reach key decision-makers.

• In-depth knowledge of partner recruitment, co-sell frameworks, referral models, deal registration processes, and partner enablement initiatives.

• Demonstrated expertise in negotiating complex commercial terms, revenue-sharing models, and referral agreements with enterprise-level partners.

• Background in SaaS, IoT, Hardware, or Mobility/Transportation is highly preferred.

• Familiarity with selling both physical and digital solutions is a significant advantage.

• Ability to simplify complex product and program language into practical guidance.

• Skilled in tracking deal registration and revenue attribution utilizing CRM tools, including Salesforce.

• Experience in leading Quarterly Business Reviews (QBRs).

• Applicant must be authorized to receive and access commodities and technologies regulated under U.S. Export Administration Regulations.

• Employees must be authorized to access Motive products and technology.

🏝️ Benefits

• Comprehensive health, pharmacy, optical, and dental care benefits.

• Paid time off.

• Sick leave.

• Coverage for short-term and long-term disability.

• Life insurance provisions.

• 401(k) contributions.

• Restricted stock units may be included in total compensation for certain positions.

• In-person interviews or new-hire training sessions may take place at a global office.

• High visibility with Executive Leadership.

• Independence to define the strategy for the vertical.